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Sales

High Achiever in Sales? Of Course You Can Do It!

High Achiever in Sales? Of Course You Can Do It!

By Chris Gale (cgale@xceedagroup.com)   Professional consultative selling is constantly evolving, as indeed it should, as buying behaviours are also evolving at pace. It can be argued that the way people make their decisions and make purchasing decisions has evolved at a faster pace than professional selling skills, which in many ways, lags behind. The aspiration has to be the heady heights of the “Trusted Advisor”, but don’t be fooled by the term. The trusted advisor is not an “advisor” in the truest sense of the word. He or she is someone who possesses the most advanced sales skills and abilities and will win sales in the toughest of competitive environments. Corporate differentiators are no longer enough. Product or service features and benefits can take us a percentage point or two beyond the competition but these alone are increasingly unlikely to influence the final decision. The true differentiator in state of the art selling is the sales person, the sales expert, the ‘trusted advisor’. So what skills do these people possess which set them aside from the rest? • They make outstanding, impactful and memorable first impressions • They know how to build rapport and stay in rapport • The know the importance of empathy and they understand the difference between empathy and sympathy • They have a honed sense of how to match and mirror with their prospects, when to do it, how to do it and about doing it with care and sensitivity • They earn the right to ask direct and searching questions, they don’t accept the first answers they hear and they challenge and probe...
The Importance and Design of the Value Proposition

The Importance and Design of the Value Proposition

By Chris Gale Regardless of the massive growth in the use of the internet and social media for research and online purchasing, the old saying “people buy from people” remains as true as ever. Products and services have features, but it’s about how real people bring features to life, transform them into relevant benefits, and match them to needs, wants, desires that matters in sales. The bad old days of sharp sales practices are dead, and quite rightly so! Consultative selling rules and ‘trusted advisor’ is the optimum selling relationship. So…. how do we get there and where should we start from? We’re going to start at the beginning with the thing that must be absolutely right before you can dare to try and proactively sell your products or services…The Business and Personal Value Proposition. Yes, I know, we’ve all heard the marketeers talk about the value proposition and the 30 second elevator pitch. we all know – or do we? – that it is something we should perfect and tweak and adapt as the demands of our customers change…. but if challenged, how many of us could say we are 100% confident that we have the optimum value proposition in place which is working hard for us and capable of winning business? Everyone in your business, and especially anyone involved in customer services or sales must know, and be able to articulate the business VP and their personal VP with positive impact – impact which takes you closer to a sale rather having neutral impact (no impact) or negative impact. It’s something which deserves thought, preparation, care and...
Top 10 Crucial Steps to Close the Deal!

Top 10 Crucial Steps to Close the Deal!

Begin with the close in mind! The journey of successful closing when selling starts with the first engagement. Plan your process carefully to ensure the highest possible conversion rate of your sales pipeline. Xceeda Group offers an overview of 10 key steps to close the sale and build a powerful and long lasting client relationship.     Do your research Research, study, learn – not just core facts and figures but look for quirky information associated with or related to the international, national and local market, the sector, the competition, the company, performance, forthcoming challenges and opportunities, trends, news, anything which gives you golden nuggets to use to prove you have done more homework than anyone else. If you conduct a quick scan of the company web site on the way to the meeting – shame on you!   Give yourself time for thorough preparation Support you sales process with the materials you should have to hand to give you confidence that you can make an outstanding first impression, build rapport, create empathy, ask great questions, summarise what you have learned, present a solution based on a wide knowledge platform, answer any objections based on knowledge of the full landscape, and close the deal based on relevance and added value.   Execute a disciplined approach to selling Use the same approach in every sale and tweak it as you learn from success and failure. Always know where you are in your process, never let your prospect know and ALWAYS remain at the current stage until you have completed it fully and with 100% certainty – NEVER move on until...